Closing is the Noblest Way of Selling

CLOSING IS THE NOBLEST PART OF SELLING

Closing is an art, not an accidental happening. Yet far too many people seem to blunder through their selling career, picking up a point here and a point there, but never trying to get a total overview of how to close, or, more importantly, when to close.

As they pick up information from others, they generally only discuss points of interest with others of the same standard as they are. And because of this, will pick up as many bad points as they will good. Unfortunately, those people will pass on that same information to others, but never do they feel that type of formula does not work for them. Quite the contrary. They will talk about it until they try it, find out it doesn’t work, then abandon it. Many a good closing technique has been lost forever by many a novice through no other reason than lack of discipline. If whatever you try doesn’t work the first time, tear it apart, try it again and then rehearse it until you get it right, then go back and try it again.

THE WORD ‘NO’ SHOULD NOT BE FEARED

It should be noted that a weak salesperson either stops at the first NO, or does not even get to a situation where he or she hears a NO because of the fear of rejection; whereas a professional salesperson will stop only when they hear the word YES. The Professional understands the word NO is not a personal rejection. Statistically, prospect’s will generally say NO at least seven times before they say YES. Therefore, any salesperson who can develop sufficient discipline to expect at least EIGHT NO’s from the prospect before giving up, will most definitely write more sales.

This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.